Transactional and relationship selling model

Transactional Vs. Relational Selling - Label and Narrow Web

transactional and relationship selling model

Is it transactional? "Relationship selling refers to the sales technique that focuses on the interaction "In the traditional sales approach, the goal is to make the sale, and that is the end point of the buyer/seller relationship. An alternative to the transactional model, relationship marketing, emphasizes customer retention and future interaction with the company. There are advantages. Relationship selling is characterized by frequent contact, trust and Can a transactional business model incorporate these feelings in an.

It could take several phone calls and emails just to set up a face-to-face meeting.

transactional and relationship selling model

Think multiple meetings, dinners, golf, phone calls, and salespeople getting to know customers on a personal level.

Here, nobody is sitting behind a website, online chat, or email address. The salesperson has taken the time to get know the customer and his or her specific needs. They feel valued, and not just a number. Companies focused on building relationships enjoy more stable, predictable sales. But now back to my original question: Can you successfully have both?

Or, is there too much of a contrast in philosophy? Relationship selling is characterized by frequent contact, trust and honesty. When a customer feels as though the seller has actively listened to their needs, and truly cares about not only your business but can empathize with you as a person, the sale has practically been made.

Relationship Selling vs. Transaction Selling | Springboard

Can a transactional business model incorporate these feelings in an automated website? Can they make one of thousands of customers feel valued? Can an organization truly empathize with a transactional customer? We want all our customers — no matter how small they may be — to feel that they are getting a relationship as well.

Both approaches can certainly be successful independent of one-another.

transactional and relationship selling model

That said, when you can effectively sell both ways, another question arises regarding which method to employ as a primary focus of your organization. The answer lies in knowing what your core business is capable of. If a label manufacturer is going to key in on transactional sales, then the company better have the technology to produce quick turnaround, high volume, yet high quality work. On the other hand, if a label supplier picks up on a potential client needing a more personal touch, then having a knowledgeable and dedicated salesperson, and dedicated capacity is paramount.

How are you taking on the challenge at your business? Relationship marketing focuses on developing long-lasting relationships with clients to secure sales well into the future.

Some relationship marketing strategies including branding, customer service training, community and media relations, social media, newsletters, blogs, referral programs and frequent buyer incentives.

  • Relationship Marketing vs. Transactional Marketing
  • Transactional vs. Relational Selling

These marketing efforts are investments in the promise of long-term sales. Face-to-face interaction is less frequent, and many more services and product transactions are occurring behind a computer screen.

Relationship Selling vs. Transaction Selling

With a few clicks on their keyboards, clients can access a world of information that influences their purchase decisions, making the client relationship more important than ever. While the Internet has reduced face time with clients, it has provided more and different avenues to develop relationships with current and prospective clients. Some product companies never had direct relationships with their customers before the proliferation of the Internet and social media.

The stores that carried their products exclusively built and maintained the client relationships. Now, manufacturers are reaching their customers more directly, branding and building relationships through interactive and educational features on their websites, blog articles and posts on their Facebook pages. Retaining Customers When your business is moving product, it may be tempting to put all resources into marketing tactics that bring immediate results.